I invest in early stage (< $5M ARR) Seed and Series A companies as Managing Partner at In Revenue Capital - where we do almost everything counter to traditional VC.

In 2006 I got my first exposure to what’s now known as ‘Startups’, and fell in love. As the 6th employee and first VP of a fintech startup, it was there I had my first successful exit and subsequently became an entrepreneur. Across the next decade I founded and successfully exited another 4 companies - all without the help of outside capital. My operating journey culminated in 2021 with the sale of my last business, LeadMD, to private equity.

My critical learning from leading, operating, and investing in SaaS (and tech-enabled services) businesses was simple - early-stage ventures don’t suffer from a lack of ‘what’ or 'why', they’re starved for ‘how’ and 'who'.

As a result I co-founded In Revenue Capital, which couples GTM expertise with venture capital to empower founders and their B2B Vertical SaaS startups with what they truly need to win and scale. We call this ‘Operator-Immersive’ where we actively participate in our portfolio companies to help them build, hire, and execute. To do this effectively, we don't maintain a venture fund. Instead we operate under a fundless-sponsor / "SPV" model, which allows us to remain highly-selective in our investments while providing our investors freedom, flexibility, and outsized returns vs traditional models.

I started my career with nothing. Traditional thinking says I should be working construction or sitting in a cubicle hating my life. Through necessity, I learned how to harness the power of relationships, to activate talent, and identify pragmatic solutions while out-executing the rest of the market.

Those are the same maxims we relentlessly bring to our portfolio companies.

>> If you're an early-stage VC looking to syndicate a round, or a vertical SaaS founder looking for a capital partner, let's connect here or via email. <<

BTW: You can find our Podcast 'Cheat Code & Friends' on all platforms & my national bestseller, 'The GTM Cheat Code' on Amazon.

I've often said that school doesn't matter - and that college is completely irrelevant.

Likely more than a bit flippant, and yet very on brand for an 6x entrepreneur who is still to this day 4 (German) credits shy of a college diploma. 

It's also very false, if I'm 100% honest.

Not because of the curriculum, or the diplomas, or even the experience... 

But because when I look back at many of the most meaningful inflection points and mindset shifts in my life, at the center of those experiences are TEACHERS.

My kindergarten teacher Mrs. Jensen who retrieved me from the playground when I ditched my first day of school (I remember her talking to me on the swings for what was at least 30 mins - I have no idea who was teaching the class at this time). 

Or my 1st & 4th grade teacher Mrs. Gustafson (pictured), or 5th grade, or Freshmen year in High School, or Sophomore year, Junior, (I was fortunate to have some really great teachers in high school) and of course Senior year (for anyone who went to F.H. Mr Bizal was and is an absolute legend - RIP). 

On into College - my 201 creative writing teacher, or 400 level business marketing (Prof. Brucks, who foretold that I was going to absolutely hate marketing and that I should consider dropping out to join a think tank).

People can have an incredible impact on our lives.

Managers and leaders are no different - or at least shouldn't be.

And yet, often times (especially in early stage orgs) true management and talent development is an afterthought.

Leadership is truly a gift - don't squander the opportunity (read: responsibility) to impact lives.

'Managers' come and go - but teachers are immortal.

And perhaps someday, way down the line, you'll end up the subject of someone's reminiscent linkedin post some 30-odd years later.

Justin Gray

5X Entrepreneur/Exits | National Bestselling Author | 30/30 & 40/40 | 3X Inc. 5000 | Now, I pay to work really hard.

Psst... Playbooks are played out.

90% of GTM leaders are going through the motions of a playbook that simply is no longer relevant. 

Why? Because it's been done.

Innovation & creativity are at the root of every sucessful leader/motion/company we've ever looked at.

They're doing something of hyper-value to THEIR buyer. It's personal. It's tailored. And it builds trust. As a result, it works.

So, if you're looking for one thing that will deliver alpha in the new year --> get inside the minds of your best customers. Find out what they struggle with and what they value. And then give it to them and all of your prospects that look like them.

What are you doing to create value and deliver "wow" this year?

If you’re not cutting a check, building a business, or operating within one - you’re not part of the startup ecosystem. 

AZ has far too many hangers-on.

#YesYOU

Red Flag: Falling in love with the product instead of the problem

A product is not a buisness. Building within the confines of your own four walls and beleiveing the age old addage 'if you built it they will come' is a direct path to failure. 

Why?

Markets make businesses and your ICP and buyer make your market. The best SaaS startups test markets from day one. From Figma boards and iterative feedback.

Then they find the intersection of their desired ACV and market value, and they aim 50% higher on the value side.

Market Value defines Product Value

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